Networking in China

Networking (as westerners know it) in China is still a relatively young concept, and many westerners and Chinese alike are still finding their feet when it comes to dealing with each other. For the most part it's much the same as anywhere else -- mingle with new people, make small talk and exchange cards. However, there are a few things to bear in mind:

Business Cards

Business cards are vital in China. Before you come, bring at least twice as many as you think you'll need, even if you're just job-hunting. It seems like everyone except the toilet cleaners has a card here, and that's probably just a matter of time.

Give and receive cards with both hands

Unlike some other Asian countries, it isn't necessary to bow when exchanging cards. However, a small tilt of the head is sometimes customary.
Give your card Chinese side up (It does have a Chinese side, right?)
Take some time to examine the card you're given -- don't just stuff it in your pocket. This gives face to the owner of the card. Making a comment or asking a question about the contents of the cards works even better.
Don't write on, bend or otherwise alter the card you're given. It may be construed as a sign of disrespect. If you're going to bend it, do it subtly as you put the card away
Cards generally come out a lot earlier when networking with Chinese, usually straight after (or even before) an introduction
We've heard that the best thing to do with any cards you're given is put them in a card case there and then. We've never seen anyone do this, however, and it seems a bit fiddly when you're trying to hold a drink in one hand, a card in the other, and at the same time pull out and open a card case. Needless to say, unless you're in a very formal situation, it's probably not worth the bother.

Small Talk

Anyone who's been in China any length of time will have been asked the usual questions: "How long have you been in China?", "Do you like China?", "Do you know of David Beckham/Michael Jordan?" Some of these tend to be a bit personal, covering salary, relationships, marriage and so on. At those times, it's best to just dodge the question rather than getting all flustered.

Avoid

Politics and religion
Anything that may look as if you disrespect the One China principle. Not because you'll get deported, but because arguing all night is a waste of time. Just lump in Taiwan, Tibet, Hong Kong and Macau with Mainland China if anyone Chinese asks how long you've been in China.
Using the terms Red China or Communist China to refer to Mainland China. Heck, some people don't even like hearing it called Mainland China.
Especially avoid calling either Mainland China or Taiwan "the Republic of China."

Also, if you want to seem more in touch with Chinese culture, deny any compliments anyone gives you ("oh, it's nothing really") and utter a few words of Chinese (no matter how butchered.)

Other Considerations

Chinese handshakes are often much lighter than westerners are used to. Try not to grip too hard and don't be surprised if you receive no grip at all.
Eye contact can sometimes be seen as an intimidating gesture. Try to avoid too much.
Chinese are used to standing much closer than many westerners are. It's natural to back off a little, but that can lead to your companion coming closer, meaning you'll eventually end up against a wall or over a balcony. Best to just put up with it.
Avoid too much physical contact -- a handshake is fine, but many Chinese are uncomfortable with cheek kissing or hugs. Unless it's offered (or has been offered in the past) stick to shaking hands.

For more information

To learn more about networking in China, networking in general and to find out about every networking event happening in Shanghai, visit Shanghai Networking News at http://www.shanghainn.com

Alex Cureton-Griffiths is the founder of Shanghai Networking News - a website/e-mail newsletter helping people network in Shanghai. We list every networking event happening in town and provide invaluable insights on networking in China and networking in general.

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